Toward an Interpersonal Theory of Consumer Behavior

Evans F. B. , “Psychological and Objective Factors in the Prediction of Brand Choice: Ford versus Chevrolet,” Journal of Business, XXXII:4 (1959), 340–369.

Murray H. A. , Explorations In Personality (New York: Oxford Univ. Press, 1938).

Evans , “The Brand Image Myth,” Business Horizons, IV: 3 (1961), 19–28.

Martineau P. , reply to Evans in “Letters to the Editor,” Advertising Age, Dec. 21, 1959, p. 76.

Steiner G. A. , “Notes on Franklin B. Evans' ‘Psychological and Objective Factors In The Prediction of Brand Choice,’” Journal of Business, XXXIV:1 (1961), 57–60.

Winnick C. , “The Relationship Among Personality Needs, Objective Factors and Brand Choice: A Re-examination,” ibid., 61–66.

Evans , “You Still Can't Tell a Ford Owner From a Chevrolet Owner,” ibid., 67–73.

Kuehn A. A. , “Demonstrations of a Relationship Between Psychological Factors and Brand Choice,” ibid., XXXVI:2 (1963), 237–241.

Evans Roberts H. V. , “Fords, Chevrolets, and the Problem of Discrimination,” ibid., 242–249.

Westfall R. , “Psychological Factors in Predicting Product Choice,” Journal of Marketing, XXVI:2 (1962), 34–40.

Kamen J. M. , “Personality and Food Preferences,” Journal of Advertising Research, IV:3 (1964), 29–32.

Tucker W. T. Painter J. J. , “Personality and Product Use,” Journal of Applied Psychology, XLV (1961), 325–329.

Eysenck H. J. Tarrant Mollie Woolf Myra England L. , “Smoking and Personality,” British Medical Journal, 5184 (1960), 1456–1460.

Gruen W. , “Preference for New Products and its Relationship to Different Measures of Conformity,” Journal of Applied Psychology, XLIV (Dec. 1960), 361–366.

Koponen A. , “Personality Characteristics of Purchasers,” Journal of Advertising Research, I:1 (1960), 6–12.

Dunnette M. Kirchner W. DeGidio J. , “Relations Among Scores on Edwards Personal Preference Schedule, California Personality Inventory, and Strong Vocational Interest Blank for an Industrial Sample,” Journal of Applied Psychology, XLII (1958), 178–181.

Ibid.; Allen R. M. , “The Relationship Between the Edwards Personal Preference Schedule and the MMPI Scales,” ibid., XLI (1957), 307–311; and Gynther M. Miller F. T. Davis H. , “Relations Between Needs and Behavior As Measured By the Edwards Personal Preference Schedule and Interpersonal Check List,” Journal of Social Psychology, LVII (1962), 445–451.

Koponen , op. cit.

Evans , “Correlates of Automobile Shopping Behavior,” Journal of Marketing, XXVI:4 (1962), 74–77.

Murphy J. R. , “Questionable Correlates for Automobile Shopping Behavior,” ibid., XXVII:4 (1963), 71–72; and Evans , “True Correlates of Automobile Shopping Behavior,” ibid., XXVIII:1 (1964), 65–66.

Koponen , op. cit.

Levy S. J. , “Symbols for Sale,” Harvard Business Review, July–August 1959, pp. 117–124.

See, for example, collections of readings in Day R. L. , Marketing Models: Quantitative and Behavioral (Scranton, Pennsylvania: International Textbook Company, 1964); Bliss P. , Marketing and the Behavioral Sciences (2nd. ed.; Boston: Allyn and Bacon, 1967); McNeal J. U. , Dimensions of Consumer Behavior (New York: Appleton-Century-Crofts, 1965); and Britt S. H. , Consumer Behavior and the Behavioral Sciences (New York: Wiley, 1966).

See Centers R. , The Psychology of Social Classes (Princeton, N.J.: Princeton Univ. Press, 1949); and Converse P. E. , “The Shifting Role of Class in Political Attitudes and Behavior,” in Maccoby Eleanor E. Newcomb T. M. Hartley E. L. , eds., Readings in Social Psychology (3rd. ed.; New York: Holt, 1958).

Warner W. L. Meeker M. Eels K. , Social Class in America (Chicago: Science Research, 1949).

Sommers M. S. , “The Use of Product Symbolism to Differentiate Social Strata,” University of Houston Business Review, Fall 1964; and Bourne F. S. , “Group Influences in Marketing,” in Day R. L. , Marketing Models, op. cit.

Kassarjian H. H. , “Social Character and Differential Preference for Mass Communication,” Journal of Marketing Research, 1965, pp. 146–153.

An excellent summary of the experimental literature relating to influences processes in group settings appears in Cartwright D. P. Zander A. , eds., Group Dynamics (2nd. ed.; Evanston, Ill.: Row, Peterson, 1960).

Krech D. Crutchfield R. S. Ballachey E. L. , Individual In Society (New York: McGraw-Hill Company, 1962).

French T. , Summary of Factor Analytic Studies of Personality (Princeton, N.J.: Educational Testing Service, 1956).

Homey Karen , The Neurotic Personality of Our Time (New York: Norton, 1937), New Ways in Psychoanalysis (New York: Norton, 1939), Our Inner Conflicts (New York: Norton, 1945), and Neurosis and Human Growth (New York: Norton, 1950).

Bion W. R. , “Experiences in Groups,” Human Relations, 1948–1950:I, 314–320, 487–496; II, 13–22, 295–303; III, 3–14, 395–402.

Schutz W. C. , FIRO: A Three-Dimensional Theory of Interpersonal Behavior (New York: Rinehart, 1958).

Rosenberg M. , Occupations and Values (Glencoe, Ill.: Free Press, 1957).

Horney , Our Inner Conflicts.

Cohen J. B. , “An Interpersonal Orientation to the Study of Consumer Behavior,” Journal of Marketing Research, 1967.

Ibid.